WE LOVE BRANDS. YOUR BRANDS.

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2 WE LOVE BRANDS. YOUR BRANDS. 2

3 Introduction TheoryM was set up 10 years ago with the belief that consumer insights build competitive advantage for brands. It was built on the platform of knowledge. Knowledge of your customers gained by analysing their behaviour through data transactional, demographic and psychographic thereby helping you build long and profitable relationships with them. Over the last 10 years we have helped leading brands across multiple product categories in acquiring, retaining and optimising the value of their customers across multiple touch points. And to deliver this faithfully, we are sales obsessed and accountability driven. We deliver end-to-end marketing and communication driven solutions by combining marketing information and strategy with creative thought. We develop programmes and marketing solutions that are media-neutral, measurable and most importantly, result-oriented. Our services comprise Integrated Communications, Customer Intelligence, Digital Communications and Loyalty Management. They ensure you optimise your marketing budget by achieving the best mix of above-the-line and belowthe-line tools to meet marketing and sales objectives. CELEBRATING YEARS 3

4 SERVICES Integrated Communications Be at all places. At all times. At TheoryM, we understand that a truly effective brand experience must reach beyond a single customer touch-point or channel of communication. That s why we offer fully integrated, data-driven marketing communication that extends from new-media and mass-media to direct and on-the-ground forms. We have run successful integrated programs using contact channels that comprised a combination of Mass Media, Direct Mail, Direct Response Advertising, Personal Selling, Field Promotions, Telecalling, , Newsletters, SMS, Interactive Kiosks, Personalized Web sites and Internet Chat (all developed in-house) for a number of leading brands. The advantage of this integrated approach is evident consistency of brand equity, message and output, and lower overheads for clients that arise from dealing with multiple partners. TheoryM s Integrated Communications services Knowledge-based advertising Television Print Radio Outdoor POS Knowledge-based direct marketing Direct mail SMS Activations ACC HELP Client background: ACC Help was launched with an intention of improving brand equity and the price realisation per bag, and was to be a universal source where a layman could learn anything about constructing an independent house. TheoryM was to suggest an integrated programme to identify people ready to construct, drive traffic to the center and track the customer through the construction period. Opportunities: Identifying people ready to construct Identifying touch points Tracking the customer over 9 to 12 months Developing and managing the process TheoryM solutions: TheoryM devised an integrated communication package that comprised the following: Mass media to create awareness, drive calls, walk-ins and registrations Manned kiosks outside land registration, electricity/ water board offices Site visits by promoters to collect data on owner, contractor, etc. Outbound callers to invite owners to the center and track stages of construction 4

5 SERVICES Customer Intelligence An intelligent customer demands intelligent communication. Understanding data is one thing, knowing what to do with it is another. The challenge is in generating actionable insights for marketing and retailing programmes from terabytes of data. At the heart of TheoryM lies the ability to read into customer lifestyles and life stages by studying their shopping habits. We build a profile of every customer and target groups with propositions and offers to appeal to their profile, behaviour and preferences. TheoryM s clients include a cross-section of categories across retail, entertainment, lifestyle and B2B environments. TheoryM s Customer Intelligence services Data integration Database management Operations Strategy Monitoring Analytics PLANET M Client background: Planet M is the leading music retailer in India with over 100 outlets. Planet M was The Times of India group s initiative which was later acquired by the Videocon Group. M-Xtasy World is the loyalty programme with over 5 lakh members. Opportunities: Identify most valuable customers (MVCs) Track MVCs on monthly basis Recommend retention, cross-sell and upsell opportunities TheoryM solutions: Develop a framework for valuing customers on Recency, Frequency and Monetary Value (RFM clusters) Develop a framework for tracking member migration across clusters (LEAKY BUCKET) 5

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8 SERVICES Digital Communications The future is digital, and the future is now! The internet is the new economy. Control has shifted from the seller to the buyer, and selling online is now critical to the future of your business. TheoryM is at the cutting edge of internet marketing communication. From web design and build to online advertising and SEO. We build online marketing communication that increases visitors to your site and grow your sales and profit. TheoryM s Digital Communications services Web Design Information Architecture User Experience Analysis Application Development CMS Data Management E-Commerce Maintenance Hosting Online Campaigns Online Advertising Marketing Search Engine Marketing Affiliate Marketing Research Performance Analysis Tracking and Optimisation Consumer Demographics and Psychographics Analysis Market Research Visitor Information Profile Performance Measurement Social Marketing Blogs and Social Network Management Product Launches Brand Building Lead Generation COTTONWORLD Client background: Cottonworld is a leading retailer of lifestyle products. As a part of their marketing strategy Cottonworld runs a hugely successful Loyalty Programme, with over 100,000 members, signed since Since then the master records have changed formats, and have not been updated. As a part of the annual sale Cottonworld wanted to offer additional discounts to the members through . Opportunities: To use this opportunity to update member profiles, including critical fields like telephone/ mobile number, address, age, etc. Additional offer discounts to the members TheoryM solutions: TheoryM devised an integrated digital campaign that comprised the following: SMS to the member base Web based profile update Discounts subject to updating profile Push-based SMS discount offer Tracking Analysis 8

9 SERVICES Loyalty Management We ll make you possessive! We help you in positioning your customers at the center of your customer loyalty strategy and finding the right loyalty marketing and customer retention solutions. TheoryM s Loyalty Management services Business Case Development Loyalty Program Assessment Loyalty Program Renovation Enterprise Loyalty Program Design Communications Planning Strategic Planning Operations Management Management of Redemption Process Help Desk THE LEELA Client background: The Leela is one of the leading hotels chain with properties across India. One of its key stake holders are the bookers ; the secretaries, administrative heads, or in large organizations the Travel Desk. They are a key influencing factor in booking hotels. Leela Solitaire Line is a Loyalty Programme with over 2000 influential members. The Loyalty Programme was managed in-house. Coordinating with multiple departments and data sources often led to delays in updating of points, redemptions, etc. Opportunities: Outsource the entire loyalty management process to a specialist Make the Loyalty Programme self-sustaining Explore opportunities to increase the share of wallet 9 TheoryM solutions: TheoryM took over the management of the entire Loyalty Programme including: Developing an online Loyalty Programme management software Deploying and maintaining Date entry Data integration Database management Operations Redemptions Strategy Creative Monitoring Analytics Help Desk

10 Clients Partnering leading brands. At TheoryM we have been privileged to have partnered leading brands across various categories and services. Retail 1. Be: 2. Cottonworld 3. Globus 4. HyperCITY 5. I mint 6. Lakme Beauty Salon 7. Metro Shoes 8. Planet M 9. Richfeel 10. Sangam Direct 11. Shoppers Stop 12. The Raymond Shop 13. Westside Finance & Securities 1. BNP Paribas 2. Fortune Finanacial Services 3. HDFC Bank 4. HDFC Securities 5. ICICI Bank 6. ICICI Lombard 7. UTI Mutual Fund FMCG 1. Golden Tobacco (GTC) 2. Lakme 3. Proctor & Gamble 4. Hindustan Unilever Network Leisure & Entertainment 1. BBC World News 2. Digital Radio Mondiale 3. Man s World 4. Milestone Interactive 5. Sony PS2 6. Saregama 7. Star Television Network 8. Virgin EMI Records High Value Consumer Durables 1. Fiat 2. Onida Hospitality and Travel 1. Club Mahindra 2. Jet Airways 3. The Leela 4. The Taj Infrastructure & Engineering 1. ACC Help 2. Asian Paints 3. GMM Pfaudler 4. Godrej Interio 5. Nitco Tiles 6. Saint-Gobain Gyproc Technology & Services 1. Imericius 2. Informed Financial 3. Informed Technologies 4. Young Presidents Organisation Pharmaceuticals 1. Alembic 2. Indi Pharma 3. Wallace Phamaceuticals 10

11 The Team They lead by example. Management Today the company comprises more than 30 people across disciplines such as Creative, Research, Strategy, Client Partnership, Analytics and Technology. Ensuring that every skill set required for client needs is available in-house. Key People T.V. Shivkumar Co-founder and Chief Executive Officer Shiv heads TheoryM and focuses on building client businesses and shaping Relationship Marketing Programmes for leading brands. He brings several decades of expertise in advertising and marketing to bear on TheoryM s recommendations in customer and business-to-business marketing. An alumnus of S.P. Jain Institute, Mumbai, Shiv started his career at Grey Worldwide. He then moved to Rediffusion DY&R where he headed the Colgate and Palmolive franchise. His previous assignment was Executive Vice President, Saatchi & Saatchi, India. Raju Khadilkar Creative Director Raju heads the Creative team at TheoryM. He has an experience of more than 18 years across advertising, events, direct marketing, digital media, amongst others. He specialises in providing astute solutions across mass and digital media. He is a Fine Arts Graduate and has a Post- Graduate Certification from Association of Advertising Agencies of India. Some of the brands he has worked on include MTV, ETV Marathi channel, Colgate Palmolive, HSBC, HDFC Bank, RPG Group, Indian Express (Loksatta), HLL and P&G. His last assignment was Creative Head (Art), Market Missionaries, where he was responsible for the creative departments at Mumbai, Hyderabad and Pune. 11

12 CONTACT Wish to deploy our expertise to your brand s success? Call us, mail us, or better still, just drop in! USWe are here for you. T.V. Shivkumar, CEO Mobile : Direct : [email protected] TheoryM Interactive India Pvt. Ltd. 202, Steel House, 24, Mahal Industrial Estate, Off Mahakali Caves Road, Near Paper Box, Andheri East, Mumbai India. Tel: [email protected] Website: